Sales Manager, Indonesia

We are at the heart of every place that matters: as a leading global provider in the access solutions market, we enable people to move seamlessly in safe, secure and sustainable places.

Do you want your work to matter? Then join our team!

At dormakaba, more than 16,000 people from all over the world work together and grow together.  If you are looking for exciting career prospects, if you want to fuel innovation and like tackling new challenges, then we would love to hear from you!

Job Summary

Sales Manager, Indonesia is responsible for AHS, AAS and ACS overall business development in Indonesia.  He/She is responsible for driving sustainable revenue growth and market share within a defined territory. This role combines strategic account management, new-business development, and leadership of the local sales effort (mentoring junior reps if applicable). The ideal candidate is a high-ego, high-empathy sales professional who can navigate complex buyers, build executive-level relationships, and responsibly manage a multi-quarter pipeline.

Key Responsibilities:

Business Development & Plan

• Hold full P&L responsibility for total AHS, AAS, ACS with yearly target sales operations through direct training, leadership, and supervision the Channel & Project Distributor Sales Team.
• Deliver the annual sales plan and monitoring plan verses actual on a quarterly basis
• Develop and execute a comprehensive territory business plan aligned with company targets, including revenue goals, account coverage, channel strategy (if applicable), and market expansion initiatives. (e.g. AHS, AAS, ACS Distributor)
• Continue to work with specifier, project consultant and project distributors for the Project First Win Battle pipeline and win.
• Prospect, qualify, and close new business within the territory; own the full sales cycle from lead generation to contract negotiation and renewal.
• Manage and grow strategic accounts and/or channel partner relationships; conduct quarterly business reviews with top customers/partners.
• Liaise with the related departments (Supply chain, Sales, Product, Finance, Marketing, CS,..) on all technical and commercial issues pertaining to the project and track project deliverables.

Product Category Supervision

• Define the products strategy and new product roadmap.
• Plan and organize to improve & develop the current product range.
• Supervise and provide the healthy supports to the team to ensure the workflow of subordinates is properly done.
• Implement and maintain the system to achieve objectives/KPI of individual, subordinates as well as the department.
• Manages new product introduction (NPI) and beta programs as required.

Project & Project Development

• Build and maintain a robust sales pipeline with an accurate forecasting; use data-driven insights to adjust territory strategy and resource allocation.
• Collaborate cross-functionally with Product Marketing, Customer Success, Finance, Legal, and Operations to ensure successful onboarding, deployment, and value realization for customers.
• Negotiate terms, pricing, and contracts; ensure compliance with company policies and legal requirements.
• Monitor competitive landscape and market feedback; provide input to product and pricing strategies.
• Mentor, train, and coach junior Territory Managers or sales reps within the territory; share best practices and standardize sales processes.
• Achieve or exceed quarterly and annual quota; manage territory expense budget and travel within policy.
• Prepare timely reports and dashboards on territory performance, risks, and opportunities.
• Develop a project partner strategy and policy, competency mapping including compliance (S&L) and execute Distributor Performance Metrics and specific incentive programs.
• Continue training on dormakaba academy  with technical and commercial training to Reseller, PPS, Studio Partner
• Continue with the investment on projects like Trade Marketing, POSM & Project Mockup

Requirements

• Bachelor's degree in Business, Marketing, or a related field. MBA or advanced degree preferred.
• Minimum 5– 8 years of sales experience in a relevant domain; 2+ years in a senior or leadership-capable role (mentoring, leading a small team, or owning a territory).
• Proven track record of meeting/exceeding quotas and closing complex or high-value deals.
• Strong account management skills with the ability to manage multiple stakeholders, including C-level executives.
• Excellent communication, presentation, negotiation, and closing skills.
• Proficiency with CRM software (e.g., Salesforce, HubSpot) and standard office tools; ability to analyze data and build business cases.
• Strategic thinker with strong planning, organizational, and time-management abilities.
• Customer-centric mindset with a results-driven, self-motivated work style.
• Willingness to travel extensively within the assigned territory (e.g., 80%, depending on geography).

WHAT YOU CAN TRUST IN: A FULFILLING WORKPLACE

• Supportive and collaborative team environment.
• Learning culture where every employee is engaged in learning and development growth.
• Team programs and activities that celebrate individual and team’s success.
• Long service award recognition to honor committed and dedicated colleagues.

Ready to Join Us?

If you're passionate about growth, success, and making a meaningful impact, we want to hear from you! Apply today and become part of our dynamic, supportive team.

Access your career at dormakaba today! 

We regret that only shortlisted candidates will be notified. 

Diversity, Equity & Inclusion is part of our overall business and sustainability strategy. We consider all applicants equally throughout the whole recruitment process without regard to culture, age, ethnicity, gender identity, disability, marital status, language, national origin, physical/ mental ability, religion, sexual orientation, socio-economic status, underrepresented communities, etc. We do not use unfair selection methods for any of our positions, all employees are appointed based on performance and suitability for the role